About the Role:Contributes to the strategic direction and execution of new product launch training, the field sales training program, and advanced training programs with a strong emphasis on the Long-Term Care (LTC) marketplace, customer engagement, account management, competitive selling, and product knowledge. Plays a key role in planning and executing national and regional sales meetings and other special projects. Partners closely with senior commercial and divisional sales leadership to assess field capabilities and recommend training methodologies that strengthen sales effectiveness with LTC accounts and key stakeholders. Responsible for designing, implementing, and managing pilot projects that support product launch and ongoing commercialization, including strategies tailored to the unique dynamics of long-term care settings.
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Your Contributions (include, but are not limited to):- Drives the design, development, implementation and monitoring of multiple training curricula/programs and materials, including launch workshops, learning modules, customer engagement models, LTC account management capabilities, POA / regional meeting materials, and agendas
- Leads sales training efforts with Marketing and other cross-functional groups to design, develop and implement comprehensive training materials to support the launch of new products and sales tools
- Establishes objectives and leads development and administration of engagement techniques, presentations, product and product application information, and role-play scenarios that reflect LTC customer needs, account-level opportunities, and stakeholder interactions
- Develops and executes training-related aspects for the national and regional sales meetings
- Develops and leads the on-boarding of all new field sales personnel, including coordination with RSMs and internal departments (IT, HR, Operations, etc.). Incorporates LTC marketplace fundamentals, account management expectations, and customer engagement best practices into onboarding. Drives improvements for Field Sales Training based on business needs, field feedback, and industry trends
- Manages and oversees personnel assessments, strategic training initiatives, coaching, and development of new hires and regional field trainers, with particular focus on building account management capabilities and confidence navigating LTC customer environments
- Attends and may contribute to critical industry conferences, including those relevant to long term care, to continuously test sales training programs and ensure they maintain clinical, customer, and market competitive relevance
- Proactively ensures training programs reflect the highest standards of conduct and compliance for the pharmaceutical industry and proactively anticipates business and industry issues
- Recommends to Sr. Leadership alternative methods of delivering training and new approaches, practices and processes to improve the efficiency and effectiveness of training (including distance-learning, e-learns, learning portals)
- Proactively manages outside vendors (lecturers, consultants, etc.) and internal technical or product specialists for sales training programs
- Other duties as assigned
Requirements:- BS/BA degree in business or technical field AND 8+ years pharmaceutical sales experience required, including a significant portion of time as an internal pharmaceutical sales training role. Demonstrated Long Term Care (LTC) experience and meaningful account management experience within LTC are required. Significant experience managing vendors and negotiating contracts required OR
- Master’s degree in business or technical field preferred AND 6+ years of similar experience, including demonstrated Long Term Care (LTC) and LTC account management experience
- Proven experience with product launches required. Demonstrated experience working with LTC accounts and navigating multiple stakeholders within long term care settings strongly preferred. CNS and/or psychiatry/anti-psychotic experience a plus. Sales management a plus
- Expertise in capturing and sharing best practices and translating them into sales training programs that build a high-performing field sales organization, including advanced LTC account management capabilities
- Exceptional communication skills, including the ability to take an independent stance when interfacing with cross-functional stakeholders and to translate LTC customer and account insights into actionable field training
- Demonstrated ability to translate and interpret data, account-level metrics, market dynamics, and customer insights into value-add business recommendations and training priorities
- Extensive knowledge of the sales training landscape, with demonstrated understanding of long term care customers, care settings, account structures, and field execution requirements
- Proven success implementing company-wide sales training methodologies / techniques and developing and delivering exceptional training programs, including programs that strengthen strategic account planning, customer engagement, and execution within LTC
- Demonstrated and proven facilitation skills; ability to coach field teams on strategic account management, stakeholder mapping, business planning, and effective engagement within long term care environments
- Anticipates business and industry issues; recommends relevant process / technical / service improvements
- Demonstrates broad expertise or unique knowledge
- Considered an expert within the company and may have external presence in area of expertise
- Applies in-depth expertise in discipline and broad knowledge of other closely related areas to improve efficiency of team
- Ability to work as part of and lead multiple teams
- Good leadership, mentoring skills and abilities typically leads lower levels and/or indirect teams
- Excellent computer skills
- Excellent communications, problem-solving, analytical thinking skills
- Sees broader picture and longer-term impact on division/company
- Ability to meet multiple deadlines across a variety of projects/programs, with a high degree of accuracy and efficiency
- Excellent project management, strong project leadership skills
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The annual base salary we reasonably expect to pay is $158,100.00-$216,000.00. Individual pay decisions depend on various factors, such as primary work location, complexity and responsibility of role, job duties/requirements, and relevant experience and skills. In addition, this position offers an annual bonus with a target of 30% of the earned base salary and eligibility to participate in our equity based long term incentive program. Benefits offered include a retirement savings plan (with company match), paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage in accordance with the terms and conditions of the applicable plans.
